What are effective body language tips for negotiating?

1 Maintain eye contact

Eye contact is one of the most important aspects of body language, as it shows that you are attentive, engaged, and honest. However, too much eye contact can be intimidating or aggressive, while too little can indicate nervousness or distraction. To strike a balance, maintain eye contact for about 70% of the time, and look away briefly when you need to think, listen, or pause. Avoid staring, blinking excessively, or rolling your eyes, as these can signal boredom, irritation, or disrespect.

2 Use open gestures

Your gestures can also communicate your attitude and emotions during a negotiation. Open gestures, such as spreading your arms, showing your palms, or nodding, can indicate that you are open to ideas, willing to cooperate, and confident in your position. Closed gestures, such as crossing your arms, clenching your fists, or pointing your finger, can suggest that you are defensive, hostile, or stubborn. Use open gestures to express your points, invite feedback, and acknowledge the other party's perspective.

4 Control your facial expressions

Your facial expressions can reveal your emotions and reactions during a negotiation, which can be an advantage or a disadvantage depending on the situation. A smile can convey warmth, friendliness, and positivity, while a frown can indicate displeasure, disagreement, or frustration. However, a smile can also be seen as insincere, nervous, or inappropriate, while a frown can be interpreted as constructive, thoughtful, or concerned. Control your facial expressions by being aware of what you are feeling and how you are showing it. Avoid fake or exaggerated expressions, and match your expressions with your words and tone.

5 Monitor your voice

Your voice is another element of your body language that can influence the outcome of a negotiation. Your voice can convey your confidence, enthusiasm, sincerity, and respect, or the opposite. To monitor your voice, pay attention to your volume, pitch, speed, and tone. Speak loud enough to be heard clearly, but not too loud to be overpowering or rude. Use a moderate pitch that is not too high or low, as this can affect your credibility and authority. Speak at a comfortable pace that is not too fast or slow, as this can affect your clarity and comprehension. Use a positive and respectful tone that is not too harsh or soft, as this can affect your rapport and trust.

Negotiating is a complex and dynamic process that requires not only verbal skills, but also non-verbal skills. By applying these effective body language tips, you can enhance your communication, influence, and relationship with the other party, and achieve your desired results.